Posts Tagged money

The Ultimate Decision Maker

The Ultimate Decision Maker

Every sales professional from their first day in sales is told, ” get in front of the decision maker”. Makes perfect sense. If you want to sell your product or service the person you need to speak with is the person that has the ability to make a buying decision. However, as Lee Corso on ESPN often says, […]

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Sales Messaging that is Simple, Unique & Memorable

Sales Messaging that is Simple, Unique & Memorable

In today’s selling environment these numbers tell a disturbing story. 85 15 1 Geoffrey Moore, in the Harvard Business Review article, “In a Downturn, Provoke Your Customers”, was quoted as saying that 85% of today’s budgets are already allocated to existing commitments. 15% is available for discretionary expenses and that number continues to shrink in […]

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